"Like any other type of sales environment, reverse mortgages require patience and tenacity. Simmons cited a recent analysis showing that 80% of sales require five or more follow-ups to close, but more than 90% of salespeople give up before that point. He advised fellow LOs to plan out at least a portion of their day the night before, and to use techniques like time blocking for client calls and other high-priority tasks."
Loan officers are encouraged to ask why and look beyond surface motivations like money or security. Root motivations often center on retirement security and providing financial peace of mind for loved ones. A personal experience involving a father’s serious illness led to a wake-up call and a shift toward healthier habits, including cutting fast food and running. The change came from commitment tied to a clear goal, not from athletic ability. Reverse mortgage work also requires patience and tenacity, including multiple follow-ups to close deals. Planning the day in advance, using time blocking, and maintaining accountability help sustain follow-through.
Read at www.housingwire.com
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